Why Introductions Rarely Lead to Real Transactions

A name passed across a dinner table is not a referral. Without context, qualification and follow-through, introductions evaporate.

Real transactions happen when an introduction arrives with discovery already done: the need understood, the fit qualified, the next step defined. That is why every Touchstone referral enters a managed workflow — from enquiry, to discovery review, to a structured case with an accountable consultant — instead of dying in an inbox.